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Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy

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Buyers have changed the way they buy. But sellers have been slow to change the way they sell. This disconnect is proving to be frustrating for both sellers and buyers. Sellers aren't getting the sales they need, and buyers aren't getting the information they need to make a buying decision. In this one-of-a-kind revenue-growth how-to book, Revenue Coach Kristin Zhivago lays Buyers have changed the way they buy. But sellers have been slow to change the way they sell. This disconnect is proving to be frustrating for both sellers and buyers. Sellers aren't getting the sales they need, and buyers aren't getting the information they need to make a buying decision. In this one-of-a-kind revenue-growth how-to book, Revenue Coach Kristin Zhivago lays out the method that she has used to help hundreds of business owners and managers reverse-engineer their successful sales so they can manufacture new sales in quantity. Armed with these methods, managers can map out their customers' buying process and take the right steps to support every stage of that buying process. They can position their products and services in a way that will make them more attractive and valuable to prospective customers. They can focus their efforts on marketing and selling methods that will work (and stop wasting money on those that won't); produce content that satisfies buyer concerns; and use social media channels in a way that appeals to customers - and leads to more sales.


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Buyers have changed the way they buy. But sellers have been slow to change the way they sell. This disconnect is proving to be frustrating for both sellers and buyers. Sellers aren't getting the sales they need, and buyers aren't getting the information they need to make a buying decision. In this one-of-a-kind revenue-growth how-to book, Revenue Coach Kristin Zhivago lays Buyers have changed the way they buy. But sellers have been slow to change the way they sell. This disconnect is proving to be frustrating for both sellers and buyers. Sellers aren't getting the sales they need, and buyers aren't getting the information they need to make a buying decision. In this one-of-a-kind revenue-growth how-to book, Revenue Coach Kristin Zhivago lays out the method that she has used to help hundreds of business owners and managers reverse-engineer their successful sales so they can manufacture new sales in quantity. Armed with these methods, managers can map out their customers' buying process and take the right steps to support every stage of that buying process. They can position their products and services in a way that will make them more attractive and valuable to prospective customers. They can focus their efforts on marketing and selling methods that will work (and stop wasting money on those that won't); produce content that satisfies buyer concerns; and use social media channels in a way that appeals to customers - and leads to more sales.

30 review for Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy

  1. 4 out of 5

    Janette Fuller

    Ms. Zhivago advises businesses to stop trying to "sell" and "market". Instead try to figure out how to make the purchase easier for the customers who would benefit from your product or service. The Roadmap to Revenue method consists of the following three phases; Discover ~ Interview current customers (or prospects) on the telephone to find out what they want to buy and how they want to buy it. Record and organize the information that is collected in these interviews and present the information to Ms. Zhivago advises businesses to stop trying to "sell" and "market". Instead try to figure out how to make the purchase easier for the customers who would benefit from your product or service. The Roadmap to Revenue method consists of the following three phases; Discover ~ Interview current customers (or prospects) on the telephone to find out what they want to buy and how they want to buy it. Record and organize the information that is collected in these interviews and present the information to the leaders of your business. Debate ~ Analyze, discuss and prioritize what the customers have told you. Identify the issues most important to the customers. Deploy ~ Map out the customer's buying process so you can support it at every step. Develop an action plan. Your goal is to fix what is broken, and improve what needs improving. Develop strategies that will better support your customers' buying process. The author provides detailed information to support a business that wants to make the shift from company-based to customer-based. This book provides everything you need to know to start the process. The author emphasizes that this is an on-going process that will lead to significant increases in your sales. This is not a quick or easy fix, but it will lead to long-term rewards. I do not have a formal education in business or any of the business-related fields. This was a challenging read for me, but the book is organized in a way that a layman can understand and benefit from it. I found this book to be a very content-rich offering that really goes deep into the "meat" of business management. The author offers free pdf downloads on her blog that will support the information in this book. I highly recommend this book to anyone who is serious about taking their business to the next level. The information is this book can be applied to all types of organizations that focus on selling a product or service.

  2. 5 out of 5

    Laura Elizabeth

    So this was pretty interesting. I work in Sales, so I thought I’d read something that could potentially help my statistics as an employee, and the company as a whole. The whole concept here is to stop “selling and marketing” and find a way to help your customers with the product that would help them. While it doesn’t help in pertaining to my business itself, I can see its aid for someone starting up a new business. It’s well written, in terms even the layman like myself can understand.

  3. 4 out of 5

    Regina Foo

    An innovative reading for marketing and sales people. The author is able to pin point the problem of company-centered selling strategies and described the ways to shift to customer-centric. Highly recommended to those who involve in marketing and sales and small business owners.

  4. 5 out of 5

    Sara Thompson

    This gets 3 stars because I don't think it's a bad book in any way but it wasn't for me. I have a small business and this book seems written for larger businesses than I have. The marketing ideas are great - in fact they are exactly what we are doing already. This gets 3 stars because I don't think it's a bad book in any way but it wasn't for me. I have a small business and this book seems written for larger businesses than I have. The marketing ideas are great - in fact they are exactly what we are doing already.

  5. 5 out of 5

    Lawrence

  6. 4 out of 5

    Jefferson

  7. 4 out of 5

    Mark

  8. 5 out of 5

    Makesha Evans

  9. 5 out of 5

    STEVE O'KEEFE

  10. 4 out of 5

    John

  11. 5 out of 5

    Jonathon Schuster

  12. 4 out of 5

    Theis

  13. 4 out of 5

    Shawn Winkler

  14. 4 out of 5

    Mathew Lodge

  15. 5 out of 5

    Brock

  16. 4 out of 5

    Mark Collier

  17. 5 out of 5

    Spage

  18. 5 out of 5

    Steve J

  19. 5 out of 5

    Matt

  20. 5 out of 5

    Todd

  21. 5 out of 5

    Pyang

  22. 5 out of 5

    Sam Page

  23. 4 out of 5

    Ondrej

  24. 4 out of 5

    Alexis

  25. 4 out of 5

    Jonathan Wall

  26. 5 out of 5

    Irish X McIntyre

  27. 5 out of 5

    Charlie Hill

  28. 5 out of 5

    Tamu Evans

  29. 4 out of 5

    Eduardo Esparza

  30. 5 out of 5

    Brian Carroll

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